Contents

1 Leadership Message2 State of the Wholesale

Distribution Industry 4 NAW Networks You With

Your Peers, Not Your Competitors

7 NAW Networks You With Government and theElectoral Process

10 NAW Networks You With Industry Intelligence

12 NAW Networks You With Business Services

14 NAW 2012 Executive Summit15 NAW Member National

Associations16 NAW Member Associate

Associations16 Treasurer’s Report17 NAW Leadership18 NAW Staff

National Association of Wholesaler-Distributors

To advocate its members’ interests on national public policyissues that affect the entire wholesale distribution industry.NAW assists merchant wholesaler-distributors to be the most efficient channel for bringing goods to market through benchmarking, strategic management information,networking, and high-level conferences. NAW serves as amechanism, through its Association Executives Council, for the sharing of ideas, programs, and skills among the organization’s member national associations.

Wholesaler-Distributor Political Action Committee

To advance the election of pro-business candidates to federal office. NAW’s Wholesaler-Distributor PoliticalAction Committee seeks to mobilize the involvement ofwholesaler-distributors in the federal electoral processthrough financial contributions and political educationactivities, including candidate endorsements and get-out-the-vote programs.

NAW Institute for DistributionExcellence

To sponsor and disseminate research into strategic management issues affecting the wholesale distributionindustry. The NAW Institute for Distribution Excellenceaims to help merchant wholesaler-distributors remain themost effective and efficient channel in distribution.

NAW Service Corporation

To sponsor industry-wide service and product offerings that benefit wholesaler-distributors.

tel: 202-872-0885fax: 202-785-0586e-mail: naw@naw.orgweb: www.naw.org

OUR MISSION

STATEMEN

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Most will agree that 2011 was a year of major economic uncertainty. Fortunately for our wholesale distribution industry, last year showedpositive improvements. Alan Beaulieu, an NAWSenior Economic Adviser, reports in his State ofthe Wholesale Distribution Industry Report onpages 2 and 3 that total WholesaleTrade had a strong year of growth in 2011 — an overall sales increase of 14.7% — for total sales of $4.8trillion. Durable Goods posted a12.8% increase, while NondurableGoods showed a 16.3% increase.And, employment increased 1.7% in 2011 to 5.6 million workers. Alan forecasts a modest businesscycle rise for 2012.

As this year’s Annual Report coverportrays, if your company is anNAW Direct Member, then you can be assured that as the economy continues to slowly recover, NAW will remain in your corner, assisting wholesaler-distributors to continue to be the most efficient channel in the supply chain. One of the major ways NAWserves your business and other NAW membercompanies is by advocating your interests beforethe government. NAW also convenes high-levelroundtables and conferences where you and yourpeers across the industry can roll up your sleevesand candidly discuss the business challenges that keep you up at night. NAW also providesNAW Direct Members with groundbreaking, distribution-specific research and strategic management information that can’t be replicatedacross multiple lines of trade.

A federation of nearly 80 associations and morethan 40,000 wholesale distribution firms, NAW isuniquely positioned to provide you with access toleading-edge products and services highly valued byyour industry peers. Membership in NAW providesreal value to your business in so many ways every day.

This Annual Report is in part a recap of the 12months past. But more important, it is full of ideasand promise for the remainder of 2012.

On the following pages, we expand upon specificproducts and services for wholesale distributionexecutives, including: • Networking with Your Peers• Government Relations and Political Action • Industry Intelligence• Cost-saving Business Services.

Our objective is to provide a clear explanation ofthe ways in which NAW can assist your companyto take advantage of the opportunities before you— so you can reap the full benefits of NAW DirectMembership. Visit http://www.naw.org often tolearn more.

Please stay connected with NAW. We look forwardto working with you this year and beyond.

Dennis G. Hatchell2011 NAW Chairman

of the Board

Dirk Van DongenNAW President

Mark W. Kramer2012 NAW Chairman

of the Board

LEADERSHIP MESSAGE

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NAW 2011 Annual Report

Dennis G. Hatchell,2011 NAWChairman of the Board (left); Mark W. Kramer,2012 NAWChairman of theBoard (seated);Dirk Van Dongen,NAW President.

By Alan Beaulieu, President of the Institutefor Trend Research. Alan serves as an NAWSenior Economic Adviser. For information

and to order ITR Trends Report and Trendcast, go to http://www.nawpubs.org.

2011 was a year of tremendous uncertainty. The mediaseemed to be continually running stories of a potential“double-dip” recession; a trend that never materialized.The world stared down Europe (for now), natural disasters, the Arab Spring, and political disruption in the Middle East. But of course NAW Direct Memberswho follow the Institute for Trend Research regularlyknew that the recovery was sustainable despite all theturmoil. They knew this based on our understanding of business cycles (forecasts) and the good news thatemanated from leading indicators as the year unfolded.Many NAW Direct Members had an excellent year asthey capitalized on the outlook and were prepared to deliver the goods when their customers needed them.

It is always good to ask a forecaster how well the forecasts worked out over the last year. Glad you asked!

Wholesaler-Distributors in 2011Total Wholesale Trade had another strong year ofgrowth in 2011 (an overall sales increase of 14.7% at the time of publication) for total sales of $4.8 trillion. The good news was liberally spread amongdifferent wholesale distribution lines of trade, as noted in the table to the right. Durable Goods ended up 12.8% year over year, while NondurableGoods posted a stellar 16.3% increase. The year was not without challenges for many NAW DirectMembers, however, but for businesses with cash, itcould not get much better.

Employment increased 1.7% in 2011 to 5.6 millionworkers.

Compare your firm’s year-over-year results to the table on the right to determine if your annual growth ratekept up to, or surpassed, the industry’s activity for 2011.

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2011 Sales Increases(Latest Available 12 Months Year Over Year)

Nondurable Goods 16.3%

Durable Goods 12.8%

Chemicals and Allied Products 12.5%

Electrical and Electronic Goods 11.2%

Groceries and Related Products 10.7%

Hardware/Plumbing/Heating Equip/Supplies 9.2%

Drugs and Druggist Supplies 8.1%

Computers and Peripheral Equipment 6.4%

Lumber and Other Construction Material 6.3%

Apparel, Piece Goods, and Notions 2.5%

Paper and Paper Products 2.3%

Furniture and Home Furnishings 1.8%

Forecast Date Forecast Actual in 2011

GDP June 2010 2.0% 2.9% (with normal 4Qs)U.S. Industrial Prod. Jan. 2011 93.1* 93.5 (through November)Europe Industrial Prod. Jan. 2011 101.1* 101.3 (through October)Retail Sales June 2010 $2.116 Trillion $2.102 (through November)Housing July 2010 579 Th Units 596 (through November)Employment April 2010 141.1 Million 139.9 (through December)CPI July 2010 2.9% 3.0% (through November)

* End-of-year 12-month index estimate

Actual 2011 Results to Key Forecasts

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NAW 2011 Annual Report

The United States in 2012

A modest business cycle rise lies ahead. Leadingindicators are currently moving higher or at least remain in positive territory (for example,the Purchasing Managers Index). Furthermore,employment is on the rise, retail sales are running above year-earlier levels, and business-to-business new orders continue to carry theday. Even housing is beginning to provide apositive contribution to the economy’s 2012trend probabilities.

The good news is just beginning to becomemanifest in the quarterly year-over-year comparisons shown on the graph above. Noticehow the rate-of-change for GDP (goods andservices combined) and U.S. IndustrialProduction (manufacturing, mining, and electricity generation) have both ceased to movelower and are hinting at upward movement.That upward movement means a faster rate ofrecovery in the United States in 2012.

We expect that segments of nonresidential construction will contribute positively in 2012as well. On the downside, we anticipate that therewill be no meaningful progress toward solvingthe indebtedness of the federal government.Additionally, businesses that rely on state andlocal government spending will likely face a leanyear in 2012 unless they move to new markets.

Here are some of our forecasts for 2012:1. GDP and U.S. Industrial Production will rise throughout the year. 2. Employment will rise throughout the year; unemployment will

gradually decline but remain a problem.3. Business-to-business activity will remain strong throughout the

year, albeit at a slower rate of rise than we enjoyed in 2011.4. Skilled labor will remain in short supply despite high unemployment.5. Commodity and labor prices will rise, reflecting inflationary

pressures.6. The stock market will rise.7. Housing and nonresidential construction will post a modest

recovery.8. Banks will lend more money than in 2011.

Make Your Move

The old adage “Cash Is King” is still true. Firms withoutcash are going to have to be exceptionally creative giventhat recoveries often finish the job started by recessions.Recessions weaken companies as sales ebb. Aggressivelymanaged companies quickly cut costs in light of the newreality and conserve cash. Firms that spent lavishly beforethe peak, or that are slow to adjust to the economicdownturn (usually through lack of information ordenial), run out of cash and can no longer effectivelycompete. The recovery finishes this damaging processin that it takes cash to take maximum advantage of arecovery. Firms without cash must compensate throughinnovation or face what could be a bleak future.

Given where we are in the business cycle, cash must be spent on: • Making efficiency gains, whether they are training programs or capital items

• Hiring talented and skilled individuals• Increasing the sales and marketing effort• Developing competitive advantages• Making customer satisfaction efforts• Eliminating bottlenecks• Introducing new items to the product lineup• Expanding into a weak competitor’s backyard.

It all takes cash, and firms with cash can borrow more — even in today’srelatively restricted lending environment. Firms without cash, or withoutaccess to credit lines, cannot keep up and they will lose market share or worse. Firms that are unwilling to spend their cash will realize a similar fate. The most compelling management objective before you, a wholesaler-distributor in 2012, is to judiciously decide where you aregoing to spend your cash. Use your cash to take maximum advantage of the upcoming 18–24 months of opportunity.

U.S. Industrial Production to Gross Domestic Product(Year over Year, Quarter to Quarter, March 2012)

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Peer Groups Like None Other

As a federation of associations representing all lines oftrade in the wholesale distribution industry, NAW isuniquely positioned to be the only portal for wideaccess to and exchange of valuable information and services among noncompeting peers within its membership. What makes NAW so different from all other associations is that our dynamic programs are individually designed to promote networking andbenchmarking for you and your peers across the entire industry.

NAW has created a number of “peer groups like noneother” that offer you and other wholesale distributionexecutives endless opportunities to meet with and learnfrom your noncompeting peers. Through observingwhat peers in other lines of trade are doing to growtheir businesses, you are able to gain a competitiveadvantage in your industry segment. To learn more, visithttp://www.naw.org/memberbenefits/mindex.php.

High Marks for Networking at NAW Events

NAW Direct Members consistently rate “networking”and valuable “information sharing” within smallgroups as two of the most important benefits of NAWmembership. To be of highest value to participants,NAW roundtables and conferences are targeted toward specific sizes of companies and by executiveresponsibilities. Our Large Company and BillionDollar Company Roundtables focus on these firmsbecause their collective success provides beneficialresults for all-sized businesses in the wholesale distribution industry. NAW Direct Members considerbenchmarking and networking with noncompetitorsfrom other lines of trade as strategic tools to improveefficiency and effectiveness in operational practices.You and your peers rely on NAW events for practical,industry-wide knowledge and information fromexperts in wholesale distribution.

Executives from different linesof trade come together at NAWroundtables to discuss andshare issues that are familiarto all wholesaler-distributors.Pictured at a Billion DollarCEO Roundtable are L to R:Manuel Perez de la Mesa,President and CEO of POOLCORP; Robert Taylor,President and CEO of Do itBest Corp.; David Sandler,President and CEO of MSCIndustrial Direct Co. Inc.; and Patrick Tracy, Chairman of Dot Foods Inc.

I recently joined NAW and soon after participated in my first NAW Billion Dollar CEO Roundtable.The meeting was very valuable and a great use of my time. I engaged with distribution executiveswho I hadn’t had the pleasure of meeting before. Where else would you find this much wholesaledistribution talent in one room? Now I encourage my senior executive team to get involved withtheir specific NAW Billion Dollar Roundtables.

Marcelo Claure, Chairman, President, and CEO, Brightstar Corp.

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Making the Most of Your Valuableand Limited Time

The one thing wholesale distribution executives haveleast of is “time.” NAW events are short but informationpacked so the time commitment is minimal. There isenough time built in for both learning experiences andnetworking in an intimate setting that provides a candidatmosphere for information exchange. Our LargeCompany and Billion Dollar Company Roundtables areheld at the Hilton O’Hare in Chicago, which allows forquick in-and-out access for participants.

NAW Large Company EmphasisProgramThe NAW Large Company Emphasis Program forNAW member companies with sales of $100 millionand above continues to attract wholesale distributionexecutives looking to augment networking opportunitiesbeyond their traditional industry segment.

The NAW Large Company CEO Roundtable (open tothe Chairman, President, CEO, COO, and ExecutiveVice President) is the primary event. The LargeCompany Community has a vested interest in theroundtable’s content because meeting topics are basedon survey responses from the community. As a result,group members are engaged and interactive in thisinformative roundtable. To learn more about the NAW Large Company Emphasis Program, visithttp://www.naw.org/events.

NAW Billion Dollar Company C-Suite Roundtables

In 2011, NAW held six daylong networking roundtablesfor our largest member companies to address the special issues they face as Billion Dollar Companies.Participation in the roundtables is limited to the seniorexecutive in the following areas:

• Billion Dollar Company CEO Roundtable

• Billion Dollar Company CIO Roundtable

• Billion Dollar Company Operations Roundtable

• Billion Dollar Company Human Resources

Roundtable

• Billion Dollar Company CFO Roundtable

• Billion Dollar Company Chief Legal Officer

Roundtable

Most NAW Billion Dollar Member Companies arerepresented at these roundtables. Executives tell usthese roundtables are “burned into their calendars”because of their importance. To learn more about theBillion Dollar Company C-Suite Roundtables, visithttp://www.naw.org/events.

Billion dollar company executives talk about challenges and strategies they tackle in their own companies in a noncompetingenvironment during NAWBillion Dollar CompanyRoundtables. Pictured here L to R are: Lyle Heidemann,President and CEO of True Value Company, andRichard Klau, Chairman ofHajoca Corp.

I have been attending the NAW Billion DollarCEO Roundtablesfor many years.What makes thesemeetings unique is the chance tolearn how othercompanies are dealing with similar strategy,policy, and operating issues.The agendas arefilled with currenttopics important to all distributionexecutives, and the outside expertswho speak are veryinsightful.

Jim Ryan, Chairman,President, and CEO,W.W. Grainger, Inc.

interactive roundtables

NAW Wholesale Distribution Manager’s Course

The NAW Wholesale Distribution Manager’s Course at The Ohio State University is NAW’s premier educational event. Itbrings together personnel from leading distribution companiesacross lines of trade for a week of intensive learning and networkingin all major functional areas of the distribution business, includingsales, marketing, finance, human resources, operations, and supplychain management.

For one week in June dozens of mid-level and senior distributionmanagers — from companies under $5 million in sales to morethan $1 billion in sales — network with and learn from a teachingfaculty who have deep experience in wholesale distribution andfrom other wholesaler-distributors who face similar business challenges and marketplace realities in this new normal economy.

Synergy is generated among company coworkers who attendtogether. Coworkers become teammates and they return to worknot only with the same playbook, but also with a shared enthusiasmto implement right away the business strategies they learned. Bythe end of the week, the managers are grounded in the basics ofwholesale distribution, have developed new ideas for improving the performance and profitability of their companies, and havesharpened their personal performance, too. To learn more, visithttp://www.naw.org/wdmc12.

“AskNAW”®

NAW Direct Members can get answers to theirunique questions or glean feedback about issuesthat affect their mission-critical projects using“AskNAW”®, a robust desktop resource. You maydirect your questions to specific types of firms. NAWkeeps all user information strictly confidential.

NAW Direct Members who use “AskNAW”® tellus it is one of their most valuable “need-to-know”tools for getting comparison data and real-timeinformation beyond their traditional lines of trade.To learn more, visit http://www.naw.org/asknaw.

Here are typical questions posed by networkersusing “AskNAW”®:

• Do you use a Paid Time Off plan instead of atraditional plan for vacation, sick, personal,etc.?

• Do you currently have an employer match foryour 401K? If you cancelled your 401K, whendo you plan to reinstate it?

• Does your company complete any benchmark-ing surveys for your financial services area (for example, payment processing, credit andcollections, etc.)? If so, what company do youutilize and are you being benchmarked againstcomparable organizations (size and industry)?

PEERS (cont.)

I use “AskNAW” on a frequent basis to poll colleagues in distribution who face similarissues and experiences, and I really appreciatethe many quality answers and good ideas Ireceive. What I like most about “AskNAW” isthat it gives me a quick read in real time on any topic or challenge and that helps me in my own decision making.

Warren Chaiken, President and COO, Almo Corporation

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This was a great week of education. It was the most effective training I haveever received relating to wholesale distribution.

David White, Sales and Marketing Manager, Tri West Ltd

During the weeklong course, participants breakinto work groupswhere they tackle and resolve real-worldwholesale distributionchallenges.

…NAW’s rack of advocacy positions makes the group a lobbying clearinghouse for Washington industrygroups and a key member of any pro-business coalition inside the Beltway…In recent years, the grouphas become a behind-the-scenes force in business policy debates and major legislation…

CEO Update

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GOVERNMENT AND THE ELECTORAL PROCESS

A principal benefit of your NAW membership isthe daily, intensive networking NAW conducts on your behalf with federal legislative and regulatory bodies in Washington, DC. By engaging the policy-making process, NAW connects the wholesale distribution industry withleading federal policy makers whose decisionsimpact the everyday operations of wholesale distribution companies. To learn more, visithttp://www.naw.org/govrelations.

Your Voice in Our Nation’s Capital

Through direct advocacy, leadership of coalitions,and grassroots advocacy, NAW supports legislationthat helps you manage your business as you see fitand earn and retain profits. NAW opposes legisla-tion that impedes those objectives. Similarly,NAW participates in rule makings promulgatedby executive branch agencies to implement federalstatutes, with the goal of securing the minimumdegree of regulatory burden and cost to you andother wholesaler-distributors.

Direct Advocacy

NAW’s government relations department includesa team of advocates that carries the wholesale distribution industry’s message to federal policymakers. The team’s mission is to effectively conveythe wholesale distribution industry’s views toCongress, the White House, and federal agencies.

The 2010 midterm election was the third consecutive national election to bring significantchange to the political profile of the federal government. With those changes — specificallythe Republican resurgence on Capitol Hill,including the GOP’s re-acquired majority statusin the House of Representatives — came the needfor an approach to advocacy in the first session of the newly elected 112th Congress that wasmore balanced between offense and defense thanwas the case in the 111th Congress.

NAW’s overarching objective for 2011 was, and for theyear to come is, to identify and take advantage of legisla-tive opportunities to benefit wholesaler-distributors thatare presented in a more business-friendly environmenton Capitol Hill. At the same time, NAW’s focus wasand remains fixed on restraining the ability of executivebranch agencies to accomplish through regulation whatwas and is, for the present at least, not achievablethrough legislation.

Coalitions: Using the Strength of Our Industry

NAW’s coalition activities are predicated on the principle of “strength in numbers,” perhaps the ultimate example of the value of networking. NAW is a leader in organizing and managing coalitions toaddress the wholesale distribution industry’s publicpolicy priorities in Washington, DC. NAW representsmore than 40,000 companies with places of business inall 50 states and nearly all 435 congressional districts— an economic constituency that is large, diverse, and when fully and appropriately engaged, politicallyformidable. When wholesaler-distributors are alliedthrough NAW with like-minded organizations andtheir networks, our effectiveness is substantiallystrengthened.

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Grassroots Advocacy: ConstituentsBack Home Speak to Congress

Our wholesale distribution industry plays an enormous role in achieving favorable legislativeresults when we speak to individual Members ofCongress through the voices of constituents andvoters from “back home” in the Members’ statesand districts. NAW’s principle grassroots advocacy tool is the E-Alert Program. Throughthis program, NAW communicates with thesenior management of both Direct MemberCompanies and Member Companies of NAW-affiliated Member Associations that cosponsor the program. They, in turn, communicate withtheir U.S. Senators and U.S. Representatives onimportant issues that move through the legislativeprocess. E-Alert, currently cosponsored by 37Member Associations, enables you and otherwholesaler-distributors to easily identify appropriate federal legislators, conveniently craft a written advocacy message to them, anddeliver it quickly when it is needed most.

NAW’s signature “grasstops” program is theWashington Action Network (WAN), which catalogs the personal relationships that existbetween individual wholesaler-distributors andMembers of both houses of Congress. WANenables the NAW government relations team to tap the industry’s top-level contacts withRepresentatives and Senators at the most criticalpoints in legislative initiatives. Participation inWAN is also open to NAW Member Associationsthat opt to cosponsor the program. Today, 59member associations participate.

Policy Agenda: Serving OurMembers’ Interests

A divided legislative branch of government onCapitol Hill, notably including a Democratmajority in the Senate — nowhere close to itsnear filibuster-proof size in the previous Congress,produced little of substantive consequence. Theshifting political dynamic helping to shape theupcoming elections in which the presidency, 33U.S. Senate seats, and all 435 seats in the Houseof Representatives (of which approximately 80will feature competitive races) are at stake, was on full display, however.

For wholesaler-distributors and the business/employer community more broadly, inaction wasboth good news and bad. First, some highlights of the good news: Marginal tax rates did notincrease — all of the rates enacted in the Bush tax cuts of 2001 and 2003 remain in place. LIFOaccounting remains available for those businesseswishing to use it. The Employee Free Choice Act,more popularly known as “card check,” and therest of organized labor’s legislative agenda remainsstalled.

On the not-so-good news side: The legislativeeffort to repeal the new health care law stalled in the Senate. Once again, the Senate failed toproduce a budget for the United States government.While passage of the Budget Control Act did prevent a federal government default, the “supercommittee” it created was unable to produce thelimited spending reductions required over 10 yearsto avoid automatic across-the-board cuts. And thetortured path taken by Congress and the ObamaAdministration to an increase in the debt ceiling,needed to keep the government functioning, led to the downgrading of the federal government’scredit rating.

To be fair, Congressional action did result in modest but nonetheless important victories foraffected enterprises: the repeal of the expanded1099 reporting requirements enacted with the newhealth care reform law and repeal of 3% withhold-ing on payments to government contractors.

GOVERNMENT (cont.)

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I just used your E-Alert Program to contact myCongressman. It is a FANTASTIC tool for composing aconcise, personalized, and meaningful message andgetting it out quickly! Having the talking points side byside with the text of the message as I entered it madeit SO EASY! I will be responsive to doing this in thefuture. Thanks!

J. Christopher Smith, President and COO, H.D. SmithWholesale Drug Co.

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Rulemaking and the RegulatoryAssault on Business

While the midterm elections in 2010 removedmuch of the threat of enactment of anti-businesslegislation, the executive branch continues to pursue a regulatory agenda that will impact theability of wholesaler-distributors to manage theirbusinesses as they see fit. Hundreds of new andcostly regulations are being promulgated to implement the new health care reform law. NAW has engaged the rulemaking process on several ofthese since enactment of the new health carereform law (“Affordable Care Act”), the mostrecent of which (and quite possibly the most consequential of all) is led by the Department of Health and Human Services and seeks todefine “essential health benefits.”

In addition, many of the agencies within theDepartment of Labor — notably theOccupational Safety and Health Administration,the Wage and Hour Division, and the Office ofFederal Contract Compliance Programs — haveimplemented aggressive rulemaking programs that will affect every “regulated entity” in thecountry. Furthermore, the National LaborRelations Board is using its rulemaking power —which it has rarely done in the past — to advancepolicies that promote collective bargaining andunion membership; effectively a back-door enactment of the Employee Free Choice Actthrough the regulatory process.

NAW has joined with our coalition partners inconfronting these new regulatory threats in everyway open to us, from the filing of comments andamicus briefs with federal agencies, to engagingwith allies on the Hill in conducting oversightinvestigations of the regulatory agencies and thorough reviews of agency funding. Most recently, the Administration’s overreach has takenus into the federal courts where we have joinedcoalition partners in challenging two of the newlabor rules. We expect this regulatory effort —and our energetic response to it — to continue atleast through 2012 and into 2013.

Political Action: Working to ElectPro-Business Leaders

Pro-business legislative victories, whether of an“offensive” or “defensive” nature, depend first andforemost on having women and men in the U.S.Senate and U.S. House of Representatives whowill cast pro-business votes and lead on businessissues. NAW’s Wholesaler-Distributor PoliticalAction Committee (WDPAC) engages the political process and provides executives throughoutthe wholesale distribution industry with animportant avenue for political action on behalf of business-friendly candidates for the U.S. Senateand U.S. House of Representatives.

WDPAC maintains both a Political Action Fund(PAF) and a Corporate Political Education Fund(PEF). The corporate contributions that PEFreceives “pay the bills” and fund wholesaler-distributor voter registration and get-out-the-vote(“GOTV”) initiatives, enabling WDPAC to contribute to federal candidates every “hard dollar”of personal money that PAF raises.

PAF, which given its purpose may accept onlypersonal money voluntarily contributed, will contribute to as many pro-business candidates for federal office in the 2012 national electioncycle as the resources provided will allow. Theelection of a pro-growth, pro-free enterprise president and the maintenance and growth of a pro-business majority in the U.S. House ofRepresentatives are both important goals.However, WDPAC’s leading objective for the2012 election cycle is the election of a strong andsubstantial pro-business majority in the UnitedStates Senate. As the legislative work product ofthe 112th Congress clearly demonstrates, whilesignificant progress was made toward ultimatelyachieving the policy objectives of limited government, low taxes, fiscal responsibility, and a free-market economic environment conducive to growth, the political job remains a work-in-progress to be completed in November 2012.

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There are many ways in which NAW performs thenetworking function for NAW Direct Members evenwithout putting you face-to-face with other industryexecutives. Only NAW regularly connects you withthe finest industry intelligence so you can benefit fromthe best thinking about wholesale distribution.

NAW Institute forDistribution ExcellenceThe NAW Institute for DistributionExcellence provides a comprehensivelibrary of research and expert knowledge on strategicmanagement topics for wholesaler-distributors thatno other organization can replicate across all lines oftrade. NAW Direct Members tell us regularly that ourstudies stand out as leading sources of groundbreakingresearch, practical guidance, and real-world distributorexamples that address the specific challenges of wholesaler-distributors of all sizes across the industry.The core strength of the NAW Institute’s publishingprogram is that our resources deliver the industryintelligence wholesale distribution executives need tobe successful and to make their businesses more profitable. Each year the NAW Institute aggressivelyproduces new books in both print and electronic for-mats. To learn more, visit http://www.nawpubs.org.

2011 ReleasesCustomer Stratification: BestPractices for Boosting ProfitabilityBy F. Barry Lawrence, Ph.D., PradipKrishnadevarajan, Senthil Gunasekaranhttp://www.naw.org/customerstrat

This is the second book producedthrough a collaboration of the NAW Institute forDistribution Excellence and Texas A&M University,two leaders in wholesale distributioneducation and training.

Specifically for wholesaler-distributors, this ground-breaking study offers you 20 practical action steps thatyour company can implement today and over time asa result of the best practice research conducted with 68real wholesaler-distributors across multiple lines oftrade.This cutting-edge study focuses on the four keydimensions of customer stratification: Buying Power,Customer Loyalty, Profitability, and Cost-to-Serve.

In Search of the Perfect Customer:Cost-to-Serve for DistributorsBy Brent R. Groverhttp://www.naw.org/perfectcusta

As wholesaler-distributors operate intoday’s economy, they must protecttheir most profitable, high-growth potential customersand avoid squandering their precious resources. If yoursales compensation plan and other policies encourageyour staff to misspend their time and your resourceson the wrong customers, now is the time to act. Ifyour company is overlooking opportunities to makemoney and stop profit leakage, this is the book for you!

2012 Scheduled Releases• Effective Sales Incentive Design for Distributors: What’s the Right Plan? By Mike Emerson and Steve Deisthttp://www.naw.org/effecsalesincentived

• 5 Fundamentals for the Wholesale Distribution Branch Manager, Second EditionBy James Ambrose

• Sales and Marketing OptimizationBy Senthil Gunasekaran, Pradip Krishnadevarajan, and F. Barry Lawrence, Ph.D.

• The Supply Chain of the Future: Collaborate or Get Out of the WayBy Guy Blissett

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CE Brent Grover is one of the leading thinkers in distributionmanagement today. This book offers distributors a fresh,insightful approach to improving their business and apractical pathway to business success. Concisely written and full of concrete examples, this book is amust-read for distribution managers at every level of your organization.

Jonathan Byrnes, Senior Lecturer at MIT, and Author ofIslands of Profit in a Sea of Red Ink

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Council forResearch onDistributor Best PracticesThe NAW Institute for Distribution Excellence and TexasA&M University are engaged in an alliance dedicated to further the understanding and application of best practices inwholesale distribution. This alliance created the Council forResearch on Distributor Best Practices (CRDBP). Its missionis to create competitive advantage for wholesaler-distributorsthrough development of research, tools, and education.

The CRDBP organizes and operates annual educational consortia on important business topics for interested distribution companies of all sizes and lines of trade.

The 2012 consortium is “Optimizing Channel Compensation,”http://www.naw.org/crdbp/channel-compensation.php.

The 2010 consortium was “Optimizing Distributor Growthand Market Share,” http://www.naw.org/crdbp/growth.php.

The 2009 consortium was “Sales and MarketingOptimization,” http://www.naw.org/crdbp/index.php.

NAW Partners with Caliper

NAW partners with Caliper, an international management consulting firm, to offer a wide

range of personnel services to wholesale distribution companies. Caliper can help NAW Direct Members achievetheir goals by aligning the talent and potential of employeeswith the needs of the business. By helping distributors hirethe right people, manage individuals more effectively, anddevelop productive teams, Caliper can bridge the gapbetween where you are today and where you want to betomorrow. NAW chose Caliper because of Caliper’s proven track record of quality service and the accuracy of its assessment and advice in the areas of hiring and development. To learn more about Caliper’s services, visithttp://www.naw.org/busservices/caliper.php.

NAWSmartBrief

NAW SmartBrief is the wholesale distribution industry’sfree e-newsletter that nearly 29,000distribution executivesdepend on for the latest industry information fourtimes per week. Eachissue contains links to full-length business

management and trends articles that are wholesale distributionspecific. Sections cover Top Industry Story, Operations andTechnology, Sales and Marketing, The Business Leader,Policy Watch, and an industry job board. To sign up forNAW SmartBrief, visit http://www.smartbrief.com/naw.

Job Board: Advertise your company’s open positions inNAW SmartBrief: http://jobs.smartbrief.com/post/naw.

The NAW Institute Partners with IBM

In 2009, the NAW Institute forDistribution Excellence selected IBMas its new partner to conduct the 2010

and 2013 editions of the NAW Institute’s landmark Facingthe Forces of Change® future trends report. Published everythree years since 1982, the Facing the Forces of Change®series has provided thousands of wholesale distribution company management teams with accurate and crediblestrategic information concerning the likely direction of the

industry during rolling five-year time blocks.The latest report is titled, Facing the Forces of Change®: Decisive Actions for anUncertain Economy, and you may order copies for your management team athttp://www.naw.org/ftf10.

best practices for wholesaler-distributors

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NAW Service CorporationNAW networking also means connecting youwith business services that reduce your operatingcosts. The NAW Service Corporation leveragesthe collective purchasing power of firms across thewholesale distribution industry to find and offerhigh-quality business services designed to meetthe specific needs of wholesaler-distributors atvery favorable prices. To learn more, visithttp://www.naw.org/busservices.

Insurance Programs

Property and Casualty

NAW is proud to offer TheHartford as our endorsedcommercial insurance provider. A trusted carrierwith over 200 years of experience, The Hartfordoffers NAW members a property and casualtyinsurance solution tailored to your needs.

The Hartford’s reputation is renowned in theindustry for doing the right thing — from providing comprehensive coverage to businessessmall and large, handling claims efficiently andfairly, and guiding risk management practices with loss control professionals who know your distribution business.

Voluntary Workplace Benefits

The NAW/AFLAC(American Family LifeAssurance Company)

Program makes products and services availableto help NAW members, who today are strugglingto control health benefit costs while continuing tooffer your employees benefits, so you can continueto compete for and retain top talent.

By leveraging our large company base, NAW hassecured a special new benefits program throughAflac that offers many employer services at nodirect cost to the employer and includes the following voluntary products:

• Life Insurance–Term, Universal (UL), and Whole Life

• Individual Short-Term Disability Insurance• Group Critical Illness Insurance• Accident Insurance.

The voluntary products are presented by a hand-picked benefits counselor and come with SpecialUnderwriting Features that normally are reservedfor larger companies such as competitive premiumrates and more relaxed guarantee issue guidelinesand participation requirements.

Financial Intelligence

Through the NAW/CorteraProgram, NAW membershave access to the most accurate information about customers and business partners.Cortera provides the insights you need into yourriskiest and most collectible accounts and lets youpinpoint areas of growth. Cortera PULSE, theflagship product, lets you see your entire customerportfolio through daily e-mail alerts. It also showsyou where there is growth within your existingcustomer base. For $99 per month, CorteraPULSE provides a powerful intelligence solutionfor wholesaler-distributors of all sizes.

Cash Management

Through the NAW/ SolverasPayment Solutions Program,NAW members can gain access to a much-improved payment processing product calledSolveras SmartPay. It is a web-based paymentsolution that will help your firm process creditcards and checks in person, on the web, or over thephone. In addition, it provides you with easy waysto begin taking eChecks; and to set up recurringpayments, web payments, and e-mail invoicing.

IT Solutions

Through the NAW/CBTSProgram, NAW membershave access to free IT

security assessments and best-of-class IT solutions.From data centers and cloud computing to hardware and software sales, CBTS provides end-to-end IT solutions along with technical assets,expertise, and flexibility to help you reduce yourcosts, gain operational efficiencies, and decrease risk.Working with distributors of all sizes, CBTS canhelp you deploy strategic technology initiatives,meet regulatory compliance requirements, andproperly protect your long-term viability, whileproviding a flexible financial model.

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NAW 2011 Annual Report

Credit and Collections

The NAW/Brown & JosephProgram provides NAWmembers customized accounts receivable solutionsfor improved cash flow and lower risk. Brown & Joseph’scredit-to-cash solutions include:

• Credit reports and accounts receivable scoring• Cash application, collection, dispute, and trade promotion software

• Purchase of accounts receivable• Revenue recovery and outsource solutions.

Nearly all of Brown & Joseph’s services are contingenton the firm’s successful performance versus fixed fees.

Car Rental

Under the NAW/Hertz BusinessAccount Program, enrolled NAWmembers receive special low NAW-

negotiated rates. In addition, your individual companyrental activity is tracked, and your company will earnone Free Rental Day Certificate for every 15 days ofqualifying rentals — in effect, earning an additional discount. And, Hertz is offering a one-year complimentaryHertz #1 Club Gold® membership for all employeeswho travel using your company’s premier car rental service, a $50 annual value per membership. Periodicmailings from Hertz will provide you with special addedbenefits, such as one car class upgrades.

Freight and Air Shipping

FedEx® Shipping Services: NAWmembers can save up to 29% onselect FedEx® shipping services and can also takeadvantage of additional savings on FedEx Freight® andFedEx National LTLsm services.

NAW members can now take advantage of these services:• Up to 29% on select FedEx Express U.S. Services• Up to 25% on select FedEx Express International Services

• Up to 20% on select FedEx Ground Services• Up to 10% on select FedEx Home Delivery® Services

• Additional savings on FedEx Freight® and FedEx National LTLsm Services.

UPS Supply Chain Solutions: Save at least 45% on North American Air Freight and 20% on International Air Freight —

• North American Air Freight: Guaranteed Express Air Freight Solutions for heavy cargo over 100 lbs. with Next Day, 2nd Day, and Economy options available

• International Air Freight: Choose from a variety of customized solutions, including Gold Priority, Express, Preferred, Standard, and Charter services.

YRC Shipments: Yellow and Roadway have integrated to give you YRC — thegenuine heavyweight expert with the most

comprehensive network available. NAW members canreceive competitive discounts on qualifying less-than-truckload (LTL) shipments. YRC offers flexible, efficientsolutions, including comprehensive regional and nationalcoverage with a full suite of guaranteed, expedited, and specialized services.

USF Companies: Save 64% on regional,next day delivery of LTL freight throughoutNorth America.

USF Holland: Receive reliable service in the Midwest,Southeast, and parts of Canada.

USF Reddaway: Receive reliable service in the PacificNorthwest and parts of Canada.

Virtual Office

Through the NAW/BizAnytimeProgram, NAW members have access to a web-based

collaboration tool to help their businesses grow and thrive.Collaboration drives profits, and in today’s fast-paced, increasingly mobile world, staying connected to your office is critical. BizAnytime offers an affordable and easy-to-usesolution to stay connected and grow your business from anywhere, at any time, through the cloud.

You’ll thrive through the use of revolutionary cloud technology,all at a discounted price of $9 per month per user and withunlimited access to all the features of BizAnytime. Level your competitive playing field with the same powerful technologyused by large corporations. You can bring business togetherwith web/video conferencing, 100GB of document storage,and unlimited amounts of online workspaces in one placeonline.

Jade West, NAWSenior Vice Presidentof GovernmentRelations, talkedabout the prospectsfor Congressionalaction in 2012 andwhat to expect fromthe labor regulatoryagencies headinginto the critical2012 elections.

Discussion Roundtables, which are for wholesaler-distributorsand manufacturers only, are considered by many attendees tobe a favorite part of the NAW Executive Summit program.

Following a business session titled, “A PracticalGuide to Managing Profitability Turnarounds inWholesale Distribution,” a panel of wholesale distribution company executives shared how they areusing these concepts to improve profitability. Thepanel included L to R: Dan Blaylock, President andCEO, Adams-Burch, Inc.; Kim Gravell, Former VicePresident of Innovation and Strategy Management,Cardinal Health, Inc.; and Pat Larmon, President and CEO, Bunzl Distribution USA, Inc.

A strong showing of leaders from diverse wholesale distribution lines of trade came together in January2012 in Washington, DC, for the NAW ExecutiveSummit. Many participants attend each year becauseit gives them the opportunity at the start of the newyear to discuss industry issues with each other andwith top leaders in business, government, andwholesale distribution.

The 2013 NAW Executive Summit will beJanuary 31–February 2, in Washington, DC. For a detailed agenda when it becomes available, visithttp://www.naw.org/es13.

Here are highlights from the NAW 2012Executive Summit. To see more photos and viewthe speakers’ presentations from the event, visithttp://www.naw.org/es12.

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Alan Beaulieu, an NAW Senior EconomicAdviser, and President of the Institute forTrend Research, delivered the NAWEconomic Forecast “Make Your Move.” Alanprovided both a macro forecast for the U.S.economy and a more focused forecast for various parts of the distribution industry.

Following a business session titled, “Distributors: Don’t Leave Money onthe Table,” a panel of wholesale distribution industry executives who areimplementing valuable cost-control measures, shared their experiences.The panel included L to R: Tammy Miller, CEO, Border States ElectricSupply; Jayson Folus, Corporate Senior Vice President of BusinessIntelligence, DPI Specialty Foods Inc.; and Stephen Beck, Director forBusiness Integration, Compliance, and PMO, American Tire Distributors.

The NAW AEC Group Is LinkedInMembers of the NAW Association Executives Council (AEC) discuss association management and wholesale distributionindustry topics via an NAW AEC Group on the business networking website, LinkedIn. Available 24/7 only to the chiefstaff officers of NAW’s nearly 80 international and national associations, discussion items range from convention hoteland speaker recommendations to mechanisms for improving member communications to association software programsand more.

American Machine Tool Distributors’ Association .........AMTDAAmerican Nursery & Landscape Association .....................ANLAAmerican Supply Association.................................................ASAAmerican Veterinary Distributors Association....................AVDAAmerican Wholesale Marketers Association ....................AWMAAssociated Equipment Distributors.......................................AEDAssociation for High Technology Distribution ..................AHTDAssociation for Hose & Accessories Distribution ...........NAHADAssociation of Millwork Distributors ...................................AMDAssociation of Pool & Spa Professionals (The) ....................APSPAssociation of Woodworking & Furnishings Suppliers.......AWFSAutomotive Aftermarket Industry Association ....................AAIA

Bearing Specialists Association...............................................BSABicycle Product Suppliers Association..................................BPSABusiness Solutions Association ............................................BSOL

Ceramic Tile Distributors Association................................CTDACommercial Vehicle Solutions Network..............................CVSNCopper & Brass Servicenter Association .............................CBSA

Door & Hardware Institute....................................................DHI

Equipment Marketing & Distribution Association ..........EMDA

Food Industry Suppliers Association .....................................FISAFood Marketing Institute........................................................FMI Foodservice Equipment Distributors Association ...............FEDAFPDA Motion & Control Network. ...................................FPDA

Gases and Welding Distributors Association .................GAWDA

Health Industry Distributors Association............................HIDAHealthcare Distribution Management Association...........HDMAHeating, Airconditioning & Refrigeration Distributors International .................................................HARDI

Independent Distributor Association......................................IDAIndustrial Supply Association ..................................................ISAInternational Association of Plastics Distribution ................IAPDInternational Foodservice Distributors Association..............IFDAInternational Sanitary Supply Association.............................ISSAInternational Sealing Distribution Association........................ISDIrrigation Association (The).......................................................IA

Machinery Dealers National Association ..........................MDNAMaterial Handling Equipment Distributors Association......................................................................MHEDAMetals Service Center Institute............................................MSCIMotorcycle Industry Council .................................................MIC

National Association of Chemical Distributors ..............NCHEMNational Association of Container Distributors ................NACDNational Association of Electrical Distributors ..................NAEDNational Association of Flour Distributors, Inc..................NAFDNational Association of Sign Supply Distributors ............NASSDNational Association of Sporting Goods Wholesalers.....................................................................NASGWNational Association of Steel Pipe Distributors ...............NASPDNational Beer Wholesalers Association .............................NBWANational Fastener Distributors Association ........................NFDANational Grocers Association................................................NGANational Insulation Association ..............................................NIANational Marine Distributors Association.........................NMDANational School Supply & Equipment Association ..........NSSEANational Wood Flooring Association.................................NWFANorth American Association of Floor Covering Distributors ......................................................................NAFCDNorth American Association of Utility Distributors .......NAAUDNorth American Building Material Distribution Association......................................................................NBMDANorth American Horticultural Supply Association..........NAHSANorth American Wholesale Lumber Association, Inc. ...NAWLANPES The Association for Suppliers of Printing, Publishing & Converting Technologies ...............................NPESNPTA Alliance....................................................................NPTA

Optical Laboratories Association...........................................OLAOutdoor Power Equipment & Engine Service Association Inc ...............................................................OPEESA

Pet Industry Distributors Association...................................PIDAPetroleum Equipment Institute................................................PEIPower Transmission Distributors Association, Inc. .............PTDAProfessional Beauty Association..............................................PBA

Secondary Materials and Recycled Textiles Association.....SMARTSecurity Hardware Distributors Association.......................SHDA

Textile Care Allied Trades Association .............................TCATA

United Producers, Formulators & Distributors Association........................................................................UPFDA

Water and Sewer Distributors of America.......................WASDAWholesale Florist & Florist Supplier Association.........WF&FSAWine & Spirits Wholesalers of America. Inc. ...................WSWAWoodworking Machinery Industry Association ................WMIA

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NAW 2011 Annual Report

NAW M

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NATIONAL ASSOCIATIONS

Associated Beer Distributors of Illinois............................ABDIAssociation of Ingersoll-Rand Distributors......................AIRDAscdiNatd ..........................................................ASCDINATD

Canadian Association for Pharmacy DistributionManagement................................................................CAPDMCanadian Institute of Plumbing & Heating ....................CIPH

Electro-Federation Canada, Inc. ........................................EFC

Maryland Association of Wholesaler-Distributors, Inc. ..........................................MAWMidwest Distributors Association ....................................MDAMississippi Malt Beverage Association..........................MMBA

National Convenience Stores DistributorsAssociation ..................................................................NACDANew York State Beer WholesalersAssociation ..................................................................NYSBWNorth Central Wholesalers Association ........................NCWA

Ohio Association of Wholesaler-Distributors ..............OAWD

Pacific Southwest Distributors Association......................PSDAPacific-West Fastener Association ..................................PWFA

Southern Wholesalers Association ....................................SWA

Western Suppliers Association ..........................................WSAWholesale Beer Distributors of Texas ............................WBDTWholesale Beer & Wine Association of Ohio ..........WBWAOWholesalers Association of the Northeast ....................WANE

Treasurer’s Report: December 1, 2010 – November 30, 2011Revenue Total: $6,866,000NAW: $5,107,000 Includes dues, publications, seminars, annual meeting, coalitions

NAW/SC: $1,337,000 Includes health and business insurance, car rental, freight and air shipping, cash management, other programs

WDPAC: $288,000 Includes Political Action Fund, Corporate Political Education Fund

NAW Institute for Distribution Excellence: $134,000 Includes contributions, publications royalties

Expenses Total: $6,866,000NAW: $5,341,000 Includes publications, seminars, annual meeting, operations, provision

for reserves and government relations

NAW/SC: $1,175,000 Includes health and business insurance, car rental, freight and air shipping, cash management, other programs

WDPAC: $213,000 Includes candidate contributions, operations

NAW Institute for Distribution Excellence: $137,000 Includes project grants, operations

C. S. Hornsby, 2011 NAW Treasurer

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CIATIONS

Sharing a discussion during the2012 Association ExecutiveCouncil (AEC) Winter Meetingwere L to R: Bob Renkes of thePetroleum Equipment Institute,Tim Buche of the MotorcycleIndustry Council, Marc Fortin ofthe National Convenience StoresDistributors Association, andDavid Cotter of the Textile CareAllied Trades Association.

Chairman of the BoardJames K. Risk IIIKirby Risk Corporation

Andre B. LacyLDI, Ltd.

William A. ParsleyCarswell Distributing Company

Robert A. Reynolds, Jr. Graybar Electric Co. Inc.

W. Grady RosierMcLane Company Inc.

2012 NAW Board of DirectorsChairman of the BoardMark W. Kramer Laird Plastics, Inc.

Chairman-ElectRoy ValleeAvnet, Inc.

First Vice ChairmanPatrick L. LarmonBunzl Distribution USA, Inc.

Second Vice ChairmanDan BlaylockAdams-Burch, Inc.

SecretaryManuel Perez de la MesaPOOLCORP

Chairman, Subcommittee on Budget and Finance, and TreasurerRobert Taylor Do it Best Corp.

Chairman of the AECMark AllenInternational Foodservice Distributors Association

Chairman-Elect of the AECTim BucheMotorcycle Industry Council

Past Chairman of the AECDavid CotterTextile Care Allied Trades Association

Raymon A. YorkEwing Irrigation Products

Secretary and Executive DirectorJade West National Association of Wholesaler-Distributors

TreasurerDirk Van Dongen National Association of Wholesaler-Distributors

2012 Wholesaler-Distributor Political ActionCommittee Board of Directors and Officers

Chairman of the BoardJoseph NettemeyerValin Corporation

Vice ChairmanMark AllenInternational Foodservice DistributorsAssociation

Dan BlaylockAdams-Burch, Inc.

David GriffithModern Group Ltd.

Deborah HamlinThe Irrigation Association

Patricia A. LillySecurity Hardware Distributors AssociationThe FPDA Motion & Control NetworkWholesale Florist & Florist SupplierAssociation

Kathleen MazzarellaGraybar Electric Co. Inc.

Michael MedartMedart Marine

Thomas NaberNational Association of ElectricalDistributors

William A. ParsleyCarswell Distributing Company

George PatteeParksite Inc.

Matthew RowanHealth Industry Distributors Association

Bob RobertsRoberts Oxygen Company, Inc.

Ralph SuppaCanadian Institute of Plumbing & Heating

Douglas W. YorkEwing Irrigation Products

Bruce ZwickerJJ Haines & Co. Inc.

* * *Secretary George KeeleyKeeley, Kuenn & Reid

Executive DirectorRon SchreibmanNational Association of Wholesaler-Distributors

President and TreasurerDirk Van DongenNational Association of Wholesaler-Distributors

2012 NAW Institute for Distribution ExcellenceBoard of Directors and Officers

17NAW

LEADERSHIP

NAW 2011 Annual Report

About NAWThe National Association of Wholesaler-Distributors is composed

of direct member companies and a federation of international, national, regional, state,and local associations and their member companies, which collectively total more than

40,000 companies. In addition to its government relations program, NAW’s scope encompasses the activities of the Wholesaler-Distributor Political Action Committee, the NAW Institute

for Distribution Excellence, and the NAW Service Corporation.

Jim AndersonVice President–Government Relations, NAWPolitical Director, WDPACjanderson@naw.org

Katina BealeReceptionist, NAWkbeale@naw.org

Sasha BeckfordComputer Operations Assistant, NAWsbeckford@naw.org

Beth Rivera CruzVice President/Controller, NAWbcruz@naw.org

Carl FarrSenior Vice President–Corporate Relations, NAWcfarr@naw.org

Joy GoldmanDirector–Administration, NAWManager–Internal Operations,WDPACjgoldman@naw.org

Susan HodgeManager–ComputerOperations, NAWSCshodge@naw.org

Stephanie MakowskiCommunications Assistant, NAWsmakowski@naw.org

David MikulkaManager–Mailroom Operations/Printing Services, NAWdmikulka@naw.org

Thuy NguyenSenior Accountant, NAWtnguyen@naw.org

Wendy PasleyOffice Assistant, NAWwpasley@naw.org

John PeterSenior Vice President–Corporate Relations, NAWjpeter@naw.org

Ron SchreibmanSenior Vice President–Strategic Direction, NAWExecutive Director, NAW Institutefor Distribution Excellencerschreibman@naw.org

Ruth StadiusDirector–Communications, NAWrstadius@naw.org

Mary Ann ThompsonSenior Accountant, NAWmthompson@naw.org

George ValigaVice President/General Manager,NAWSCgvaliga@naw.org

Dirk Van DongenPresident, NAW President/Treasurer, NAW Institute for Distribution ExcellencePresident, NAWSC Treasurer, WDPAC dvandongen@naw.org

Jade WestSenior Vice President–Government Relations, NAWExecutive Director, WDPACjwest@naw.org

Keisha WilsonAdministrative Assistant–Membership Administration, NAWkwilson@naw.org

1325 G Street NW, Suite 1000Washington, DC 20005-3134

Tel: 202-872-0885Fax: 202-785-0586E-mail: naw@naw.orgWeb: www.naw.org

NAW Staff